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The Capture Lead is accountable for leading the consulting presales solutioning process for complex deliveries, ensuring that proposed solutions are shaped & scoped to meet customers' requirements & desired business outcomes, in close partnership with sales & delivery.
Capture Leads are responsible for leading a team of pre-sales resources for the most complex deals to ensure the creation of comprehensive deal artifacts including solution scope & approach, cost estimates, resourcing mix, financial costs, risks & partnering approach.
Capture Leads partner closely with sales peers to ensure capture principles are applied during the deal cycle. Ensuring deal velocity & deal quality is vital. Warm handover to the Area team to manage the delivery ensures a quality experience for the customer.
Complex Deal Leadership - Assembles and leads multi-discipline, cross division team in complex bid management. Driving effective collaboration across the complex deal team through the deal cycle to shape the proposed solution & meet customer needs & budget. Influences customers and internal stakeholders to remove obstacles and drive deals forward. Lead virtual team(s) to develop deal solutions that enable compelling customer proposals. Skilled in influencing customer & internal stakeholders to remove obstacles & drive deals forward, leveraging required methods & tools for deals including win theming, partner strategy & competitive positioning.
Complex Deal Quality - Managing the development of deal artifacts for highly complex deals that meet the scope, timeline, deliverables and customer expectations, ensuring appropriate Microsoft solution reviews are conducted & approvals received. Works with complex deal team to balance customer expectations with Microsoft business goals while mitigating risk and maximizing delivery best practices by applying right shoring and delivery mix capabilities as appropriate for deal complexity. Seeks and actively includes intellectual property (IP). Coordinate the development of artifacts for complex deals that meet customer expectations of scope, timeline, deliverables & business outcomes. Skilled in communicating expectations for artifact development & optimizing resource mix in line with deal complexity & customer requirements.
Complex Deal Execution - Strong capability leading pre-sales solutioning activities & driving deal velocity, in partnership with Sales, to ensure successful execution of the deal Close Plan that outlines owners and their actions and drives deal velocity. Manages and executes highly complex deals using standard processes and tools according to lead-to-order process, including sales to delivery handover for region. Appropriately demonstrates creativity in approach. Drive the pre-sales solutioning stages from developing the solution strategy through to proving solution value; Skilled in planning, intentionally leveraging IP & orchestrating teams to deliver successfully through effective communications, workstream management, stakeholder management & deal team rhythms.
Complex Deal Health - Leverage business insights to drive required actions. Monitoring pipeline opportunities to ensure timely engagement and creation of a successful team to deliver a comprehensive solution. Skilled in analytical problem solving, leveraging business dashboards & tools to identify risks, upside & other related intelligence. Lessons learned captured. Trends identified and, where appropriate, translated into intellectual property (IP). Interrogate and interpret data which underpins quality deal creation and reusable intellectual property (IP); Skilled in leveraging insights from tools, dashboards and lessons learned to mitigate risk and improve overall deal health.
7+ years of experience in healthcare, life-sciences.
5+ years of directly communicating with C-Suite on innovation & first-of-a-kind time to value delivery.
Master's Degree or equivalent experience
Business Management and/or consulting background
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (~~~) .
For Colorado Only
The salary for this role in the state of Colorado is between $153,100 and $224,500
At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role.
Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you ~~~-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.